•  
  •  
 

Abstract

Small and Medium-sized Enterprises (SMEs) in developing countries are still constrained to seize the opportunity of trade liberalization as compared to their large counterparts. It has been argued that effective efforts to foster SME export require clear understanding of the factors that stimulate them to export. This study investigates the export stimuli of 385 Indonesian SMEs at different export stages (pre-exporting and exporting) and different internationalization pathways (domestically established exporter and born-global SMEs). Three types of export stimuli are consistently identified as the most important in all sub-samples: the presence of foreign buyers, the confidence in the products and the aspiration to find alternative markets. By contrast, two types of export stimuli are consistently found as the least important in all sub-samples: government support and Indonesian diaspora communities. The academic and policy implications of the findings are discussed.

References

[1] Acedo, FJ & Galán, JL 2011, ’Export stimuli revisited: The influence of the characteristics of managerial decision makers on international behaviour’, International Small Business Journal, vol. 29, no. 6, pp. 648–670. doi: https://doi.org/10.1177/0266242610375771.

[2] Anderson, DR, Sweeney, DJ, & Williams, TA 2010, Statistics for Business and Economics, [11th ed.], South Western Educational Publishing.

[3] Ariu, A 2016, ’Crisis-proof services: why trade in services did not suffer during the 2008–2009 collapse’, Journal of International Economics, vol. 98, pp. 138–149. doi: https://doi.org/10.1016/j.jinteco.2015.09.002.

[4] Bianchi, C & Wickramasekera, R 2016, ’Antecedents of SME export intensity in a Latin American market’, Journal of Business Research, vol. 69, no. 10, pp. 4368–4376. doi: https://doi.org/10.1016/j.jbusres.2016.02.041.

[5] Bilkey, WJ 1978, ’An attempted integration of the literature on the export behavior of firms’, Journal of International Business Studies, vol. 9, no. 1, pp. 33–46.

[6] BPS-Statistics Indonesia 2014a, Industrial Statistics, BPSStatistics Indonesia, Jakarta.

[7] BPS-Statistics Indonesia 2014b, Statistical Yearbook of Indonesia 2014, BPS-Statistics Indonesia, Jakarta.

[8] Cavusgil, ST & Knight, G 2009, Born global firms: A new international enterprise, Business expert press.

[9] Chetty, S & Campbell-Hunt, C 2004, ’A strategic approach to internationalization: a traditional versus a "born-global" approach’, Journal of International Marketing, vol. 12, no. 1, pp. 57–81. doi: https://doi.org/10.1509/jimk.12.1.57.25651.

[10] Crossley, ML 2008, The desk reference of statistical quality methods, [2nd ed.], ASQ Quality Press.

[11] European Commission 2007, Supporting the internationalisation of SMEs: Final Report of the Expert Group, Directorate-General for Enterprise and Industry –European Commission, Brussels, viewed 2 October 2014, https://ec.europa.eu/docsroom/documents/2276/ attachments/1/translations/en/renditions/pdf.

[12] Gabrielsson, M & Kirpalani, VM 2004, ’Born globals: how to reach new business space rapidly’, International Business Review, vol. 13, no. 5, pp. 555–571. doi: https://doi.org/10.1016/j.ibusrev.2004.03.005.

[13] Hammer, A & Stamps, J 2010, The Role of Small & Medium Sized Enterprises in U.S. and EU Exports, STD/TBS/WPTGS(2010)18, Working Party on International Trade in Goods and Trade in Services Statistics, Organisation for Economic Co-operation and Development, Paris, viewed 2 October 2014, http://www.oecd.org/ officialdocuments/publicdisplaydocumentpdf/?cote=STD/ TBS/WPTGS(2010)18&docLanguage=En.

[14] Hashim, MK & Ahmad, SA 2008, ’Internationalization of Malaysian SME’s influencing factors, sources of information and options’, Paper presented at the 2008 International Council for Small Business World Conference, 22-25 June 2008, Canada.

[15] IMF 2014, World Economic Outlook October 2014: Legacies, clouds, uncertainties, International Monetary Fund, viewed 27 September 2014, www.imf.org/external/pubs/ft/ weo/2014/02/pdf/text.pdf.

[16] ITC 2016, Trade Map: Export by Products, The International Trade Centre, viewed 16 August 2016, http://www. trademap.org/Index.aspx.

[17] Johanson, J & Vahlne, JE 1977, ’The internationalization process of the firm-a model of knowledge development and increasing foreign market commitments’, Journal of International Business Studies, vol. 8, no. 1, pp. 23–32.

[18] Johanson, J & Vahlne, JE 1990, ’The mechanism of internationalisation’, International Marketing Review, vol. 7, no. 4. doi: https://doi.org/10.1108/02651339010137414.

[19] Katsikeas, CS 1996, ’Ongoing export motivation: differences between regular and sporadic exporters’, International Marketing Review, vol. 13, no. 2, pp. 4–19. doi: https://doi.org/10.1108/02651339610115737.

[20] Kirby, DA & Kaiser, S 2003, ’Joint ventures as an internationalisation strategy for SMEs’, Small Business Economics, vol. 21, no. 3, pp. 229–242. doi: https://doi.org/10.1023/A:1025723308032.

[21] Knight, G 2000, ’Entrepreneurship and marketing strategy: The SME under globalization’, Journal of International Marketing, vol. 8, no. 2, pp. 12–32. doi: https://doi.org/10.1509/jimk.8.2.12.19620.

[22] Kuncoro, M 2009, Pemberdayaan UKM: Antara mitos dan realitas, viewed 2 October 2014, http://ekonomikerakyatan. ugm.ac.id/My%20Web/mudrajad.htm.

[23] Lautanen, T 2000, ’Modelling small firms’ decisions to export–Evidence from manufacturing firms in Finland, 1995’, Small Business Economics, vol. 14, no. 2, pp.107– 124. doi: https://doi.org/10.1023/A:1008167624415.

[24] Lee, CF, Lee, JC, & Lee, AC 1999, Statistics for business and financial economics, [2nd ed.], World Scientific, Singapore.

[25]Leonidou, LC 1988, ’Export initiation by indigenous manufacturers in a small developing country’, SPOUDAI - Journal of Economics and Business, vol. 38, no. 1–2, pp. 63–78.

[26] Leonidou, LC 1995, ’Export stimulation: a non-exporter’s perspective’, European Journal of Marketing, vol. 29, no. 8, pp. 17–36. doi: https://doi.org/10.1108/03090569510097538.

[27] Leonidou, LC 1998, ’Factors stimulating export business: an empirical investigation’, Journal of Applied Business Research, vol. 14, no. 2, pp. 43–68. doi: https://doi.org/10.19030/jabr.v14i2.5714.

[28] Leonidou, LC & Katsikeas, CS 1996, ’The export development process: an integrative review of empirical models’, Journal of International Business Studies, vol. 27, no. 3, pp. 517–551. doi: https://doi.org/10.1057/palgrave.jibs.8490846.

[29] Leonidou, LC, Katsikeas, CS, Palihawadana, D, & Spyropoulou, S 2007, ’An analytical review of the factors stimulating smaller firms to export: Implications for policy-makers’, International Mar- keting Review, vol. 24, no. 6, pp. 735–770. doi: https://doi.org/10.1108/02651330710832685.

[30] Liargovas, PG & Skandalis, KS 2008, ’Motivations and barriers of export performance: Greek exports to the Balkans’, Journal of Southern Europe and the Balkans Online, vol. 10, no. 3, pp. 377–392. doi: https://doi.org/10.1080/14613190802493840.

[31] Matlay, H & Fletcher, D 2000, ’Globalization and strategic change: some lessons from the UK small business sector’, Strat. Change, vol. 9, no. 7, pp. 437–449. doi:10.1002/10991697(200011)9:7<437::AID-JSC517>3.0.CO;2-Y

[32] Ministry of Cooperatives and SMEs Republic of Indonesia 2009, Direktori KUKM Ekspor, Jakarta.

[33] Ministry of Cooperatives and SMEs Republic of Indonesia 2011, SME and Cooperative Indonesia Catalogue, Jakarta.

[34] Ministry of Cooperatives and SMEs Republic of Indonesia 2012, SME and Cooperative Indonesia Catalogue, Jakarta.

[35] Ministry of Cooperatives and SMEs Republic of Indonesia 2014, Statistik Usaha Mikro, Kecil dan Menengah (UMKM) Tahun 2011–2012, Jakarta.

[36] Morgan, RE 1997, ’Export stimuli and export barriers: evidence from empirical research studies’, European Business Review, vol. 97, no. 2, pp. 68–79. doi: https://doi.org/10.1108/09555349710162571.

[37] Morgan, RE & Katsikeas, CS 1997, ’Export stimuli: Export intention compared with export activity’, International Business Review, vol. 6, no. 5, pp. 477–499. doi: https://doi.org/10.1016/S0969-5931(97)00017-6.

[38] Nguyen, TV, Le, NT, & Bryant, SE 2013, ’Sub-national institutions, firm strategies, and firm performance: A multilevel study of private manufacturing firms in Vietnam’, Journal of World Business, vol. 48, no. 1, pp. 68–76. doi: https://doi.org/10.1016/j.jwb.2012.06.008.

[39] OECD 2009, ’Top Barriers and Drivers to SME Internationalisation’, Report by the OECD Working Party on SMEs and Entrepreneurship, OECD Centre for Entrepreneurship, SME and Local Development (CFE), viewed 2 October 2014, https://www.oecd.org/cfe/smes/43357832.pdf.

[40] OECD 2012, ’Fostering SMEs’ Participation in Global Markets: Final Report’, Report CFE/SME(2012)6/FINAL, Centre for Entrepreneurship, SME and Local Development - Organisation for Economic Co-operation and Development, viewed 2 October 2014, http://www.oecd.org/ officialdocuments/publicdisplaydocumentpdf/?cote=CFE/ SME(2012)6/FINAL&docLanguage=En.

[41] Oviatt, BM & McDougall, PP 1994, ’Toward a theory of international new ventures’, Journal of International Business Studies, vol. 25, no. 1, pp. 45–64.

[42] Oviatt, BM & McDougall, PP 2005, ’Defining international entrepreneurship and modeling the speed of internationalization’, Entrepreneurship Theory and Practice, vol. 29, no. 5, pp. 537–554. doi: 10.1111/j.1540-6520.2005.00097.x.

[43] Pendergast, WR, Pasic, M, & Sunje, A 2008, ’The internationalization of SMEs in Bosnia and Herzegovina’ in Handbook of research on european business and entrepreneurship: Towards a theory of internationalization, eds LP Dana, IM Welpe, M Han, & V Ratten, Edward Elgar, London, pp. 94–113.

[44] Pieray, N 1981, ’Company internationalisation: active and reactive exporting’, European Journal of Marketing, vol. 15, no. 3, pp. 26–40. doi: https://doi.org/10.1108/EUM0000000004876.

[45] Rennie, MW 1993, ’Born global’, The McKinsey Quarterly, vol. 4, pp. 45–53.

[46] Samiee, S, Walters, PG, & DuBois, FL 1993, ’Exporting as an innovative behaviour: An empirical investigation’, International Marketing Review, vol. 10, no. 3, pp. 5–25. doi: https://doi.org/10.1108/02651339310040625.

[47] Sari D, Alam Q, & Beaumont N 2008, ’Internationalisation of small medium sized enterprises in Indonesia: Entrepreneur human and social capital’, Working Papers in Business, Management and Finance No. 200801, Department of Management and Business, Padjadjaran University.

[48] Simpson, CL & Kujawa, D 1974, ’The export decision process: An empirical inquiry’, Journal of International Business Studies, vol. 5, no. 1, pp. 107–117.

[49] Svensson, C & Barfod, A 2002, ’Limits and opportunities in mass customization for "build to order" SMEs’, Computers in Industry, vol. 49, no. 1, pp. 77–89. doi: https://doi.org/10.1016/S0166-3615(02)00060-X.

[50] ter Wengel, J & Rodriguez, E 2006, ’SME export performance in Indonesia after the crisis’, Small Business Economics, vol. 26, no. 1, pp. 25–37. doi: https://doi.org/10.1007/s11187-004-6491-y.

[51] Wiedersheim-Paul, F, Olson, HC, & Welch, LS 1978, ’Preexport activity: The first step in internationalization’, Journal of International Business Studies, vol. 9, no. 1, pp. 47–58.

[52] Wignaraja, G 2012, ’Engaging Small and Medium Enterprises in Production Networks: Firm-level Analysis of Five ASEAN Economies’, ADBI Working Paper Series No. 361, Asian Development Bank Institute, viewed 2 October 2014, http://www20.iadb.org/intal/catalogo/PE/2012/12162.pdf.

[53] Wiratno, U & Dhewanto, W n.d., Analisis Usaha Mikro, Kecil dan Menengah (UMKM): UMKM sebagai pasar potensial perbankan, viewed 2 October 2014, http://xa.yimg.com/kq/groups/20509929/ 1749183264/name/ANALISIS+USAHA+MIKRO+KECIL+ DAN+MENENGAH++(MBA+ITB+Business+Review).doc.

[54] World Bank 2016, World Development Indicators, viewed 4 October 2016, http://databank.worldbank.org/data/reports. aspx?source=world-development-indicators.

[55] Yorgason, DR 2004, Firm export decisions: Motives and effects, ProQuest, UMI Dissertations Publishing.

[56] Zhou, L, Wu, WP, & Luo, X 2007, ’Internationalization and the performance of born-global SMEs: the mediating role of social networks’, Journal of International Business Studies, vol. 38, no. 4, pp. 673–690. doi: https://doi.org/10.1057/palgrave.jibs.8400282.

[57] Zucchella, A, Palamara, G, & Denicolai, S 2007, ’The drivers of the early internationalization of the firm’, Journal of World Business, vol. 42, no. 3, pp. 268–280. doi: https://doi.org/10.1016/j.jwb.2007.04.008.

Bahasa Abstract

Kontribusi Usaha Kecil dan Menengah (UKM) terhadap ekspor di negara berkembang masih sangat terbatas. Hasil studi sebelumnya menunjukkan bahwa upaya meningkatkan ekspor UKM memerlukan pemahaman akan faktor-faktor yang mendorong ekspor (pemicu ekspor). Studi ini meneliti pemicu ekspor pada 385 UKM di Indonesia, meliputi UKM pada tahapan pra-ekspor dan eksportir serta meliputi UKM dengan jalur internasionalisasi yang berbeda. Hasil studi ini menunjukkan bahwa terdapat tiga jenis pemicu utama ekspor: kontak dari calon pembeli luar negeri, rasa percaya diri atas produk dan keinginan untuk memperluas pasar. Sebaliknya, dukungan pemerintah dan komunitas diaspora Indonesia belum menjadi pemicu utama ekspor. Temuan ini memiliki implikasi bagi diskursus akademis dan pengambil kebijakan di bidang pengembangan UKM.

Download

Share

COinS